 So all your order takers right now in your company. There's four types of sales people one order takers for guys to Man their sales people they could sell they know the product knowledge. They can't close the screen door three clothes They close deals that are closed all the month. They walk out high-fiving like they close the deal They didn't close it number four master clothes. They close anybody anytime any place anywhere You know who they are as I'm talking to you general managers I know that you're the best of the bastard you wouldn't be there But I'm gonna tell you you're gonna face Preston everybody's gonna face the four things that all dealers are gonna face My question is how great of a leader are you? Okay, so Preston Can you take us to a big screen here where we can see everybody up? I can see all of them when I talk to I want everybody right this down the four the four challenges Every dealerships gonna face right this down number one interest rate increases This is easy and by the way if your sales team knows how to sell I'm gonna ask you a question Charlie Does your sales? Do you have you got a sales team right Charlie? Okay, Charlie does your sales team know how to overcome the interest rate of Jesse Okay, but Charlie it's your job to make sure that they do know how to That's your job Charlie everybody listen up real quick. There's controllables and uncontrollable and Charlie Our job Charlie because I'm your friend and I'm your brother. I'm gonna push you We're gonna push each other because we did a shit about each other. Okay, if we didn't Yes, so listen here's the deal number one Charlie Hey, listen six months ago Charlie do to buy a car you to pay 10 grand more for the vehicle 10 grand more Charlie and you've got a two two percent lower interest rate now I'm gonna ask you a question Charlie Can you refinance payoffs or can you refinance interest rates? Charlie, can you refinance payoffs or can you refinance interest rates? Which one now? Okay, no you can interest refinance interest rates payoffs or payoffs you take 10 grand more for a car six months ago You owe 10 grand more you don't get to refinance it once the deals made the deals made today Clients the prices have come down a little bit. They've got great deals sitting right in front of their face. Would you agree? Do the it's a buyer's market right now where clients can buy cars less than they can buy them six months ago Now the flip side of that is for some reason sales people are looking at oh interest rates are up Oh, dude, you're so stupid man. You're so stupid guys. Get your team in there and say don't be an idiot Okay, listen to me. I don't care guys when we sold in the 80s and 90s dude interest rates were 19% Come on man, and the veterans were walking around going interest rates are nineteen percent And the winners are like I can't believe I get to sell cars. This is awesome. I can't believe they didn't even notice the rates were up What do you see? You know what I see right now? Everybody gets to make a better deal and they could have made six six months ago It is a buyer's market. Everybody should be saying yes. Everybody should be passing go number two Hey, mr. Customer you can refinance an interest rate. It's no big deal six months ago You'd pay 10 grand more you'd have 2% better interest rate today You're paying 10 grand less or you're paying less and guess what when the rates drop you're gonna go refinancing You can't refinance the payoffs, but you can't you can't you do that for an interest rate? No big deal. Let's do business Guys all you care about is what you owe at the end of the day. The rate really doesn't matter Let's just temporary pay off to permanent interest rates for temporary temporary write that down keep that to your feet Pay off to permanent interest rates temporary Let's eat this deal Now listen, I want to say something to all of you right now controllables and uncontrollable if you If you don't get this All right guys, so hey check this out right now Most automotive groups aren't trained the fact is most people are training most people are prepared most people got fat Paychecks they had a big year and it was the market that was up now They're starting to see exactly what's going on and they're getting smoke Not our customers not our clients not our automotive groups that automotive group is one of the biggest automotive groups in the world They train with us they train with us right now their executives are getting prepared their executives are trained Some of your sales people already training out there, which is mind-blowing the market is changing if you're gonna do anything right now You're gonna have to get your leadership team prepared and you're gonna have to get your sales team prepared today We're preparing leaders that 70 GM's platform GM's executives of a big automotive group They're not gonna get caught with their pants. They're ready to go They're training reach out to me reach out to me my name is Ian Macklin I'm and his right-hand man reach out to me and we can get your team prepared Listen, you don't get you don't go to war and get prepared at war You don't go or get prepared at war get thrown. It's gonna go to war. You got a war in the front door You must be prepared. You must go to basic training. You must keep your teams ready Retouch my phone number 4807802203 again. That's 4807802203